Understanding Value in Sales

The world of sales is changing radically. In this day and age, we are asked not only to sell a product or a service, but to provide value to our clients. We are asked to deal with our customers in a way that turns them into loyal patrons, advocates and evangelists for our brand. Considered to be a disruptor in the consulting industry, Alan Weiss is one of the pioneers of this approach to sales when he introduced value-based fees for consultants in the 90s. Alan is a sought-after keynote speaker and the author of dozens of books, including the bestseller, Million Dollar Consulting and his personal favorite, Million Dollar Maverick. In this episode, he joins Doug C. Nelson to talk about value-based pricing, which he tackles extensively in an eponymous book. Join in and get some valuable insights from one of the world’s premier consultants.